1. Ukudibanisa ukuqaphela kunye noQeqesho
Enye impazamo yokuthengisa ngokuqhelekileyo kukunyanzela amandla okuthengisela umsebenzi owenziwe kakuhle kwaye ngokukhawuleza uye kwiindawo zokuphucula. Eli qhinga linokuthi litshintshwe ngabasebenzi bezentengiselwano ngokungabikho kokuxabisa.
Isiqhelo esihle kakhulu ukuhlukanisa ukuqwalaselwa kwi-coaching. Gcina indawo yokuphucula intsebenzo kwiiseshoni zokuqeqesha. Misela ukuqaphela okuhlukileyo kwimpumelelo yakho yokuthengisa impendulo nokuba ngaba yimibhiyozo encinci. Yinto emininzi yokuhlonipha kunye nemibhiyozo yokuphumelela eyenza iintliziyo nezengqondo zamandla okuthengisa.
2. Akukho Sicwangciso Sokuthengisa
Olunye ulawulo oluqhelekileyo lokuthengisa aluyikuphuhlisa isicwangciso sokuthengisa ukunceda ukulawula iqela lokuthengisa. Ikomiti yokuthengisa ephumelelayo idinga ukulandelela rhoqo ukucwangcisa, nokuhlaziywa ukufezekisa iziphumo ezijoliswe kuyo. Zonke iimpendulo zentengiso zifuna isicwangciso sawo senkqubo yokubambisa imisebenzi yansuku zonke nokusekwa kweakhawunti.
Zonke izicwangciso zentengiso zineemfuno ezi-3:
- UkuPhuhliswa koPhuhliso lweZintengiso: apho ezininzi iiplani ziphumelelayo ziphuhliswa ngumphathi wezentengiso ngaphandle kweempendulo zokuthengisa. Ukuqinisekisa izinga eliphezulu lokwamkelwa kwepulani, phinda uphuhlise isicwangciso kwaye ubakhokele kwiinjongo ezifanelekileyo.
- Ukubikwa rhoqo: Izicwangciso zentengiso kufuneka zisungulwe ngeveki ukubonelela ukuguquguquka kumjikelezo wokucwangcisa. Ukuphononongwa kungenziwa rhoqo ngenyanga. Ulawulo lokuthengisa olugqwesileyo lubandakanya ukuphonononga iziphumo malunga nesicwangciso sokuchonga amathuba angenakwenzeka kunye neendawo zokuphucula.
- Amathematika okuthengisa: Isicwangciso sokuthengisa esiphumeleleyo sigxile kwiziphumo nemisebenzi. Misela i-metrics yokuthengisa ngokufanelekileyo ukuqhuba iziphumo zoshishino lakho. Ametriki angabandakanya: inani lamakholi weefowuni zabathengi, inani lezonxibelelwano, isetyenzisiweyo, ukuqeshwa kunye nokuthengisa. Musa ukuphazamisa abasebenzi bakho bokuthengisa ngeenombolo ezilandelelanayo zokulandelela. Gxininisa kumanyathelo ambalwa ebaluleke kakhulu kwishishini lakho.
3. Akukho Mxhaso Wentengiso
Ukugqithiswa kokuthengisa okuqhelekileyo kukuqesha umntu othengisayo ngaphandle kokubonelela ngenqanaba lenkxaso efunekayo ukuze uphumelele. Ngaphandle kokuba impendulo yakho entsha ikwazi kakuhle kwishishini lakho kunye nomqhubi ophezulu, baya kucela uncedo ukuba bazifundele kunye nenkampani, iimveliso kunye neemarike.
Ayikho yonke i-reps yokuthengisa idinga inqanaba elifanayo lenkxaso. Kubabaninzi abanikazi bamashishini abancinci, indlela yokubambisa izandla ekulawuleni ukuthengisa akuyiyo isicwangciso esilungileyo. Ulawulo oluyimpumelelo lokuthengisa lufuna ukuzibophezela ekuthengiseni amandla oqeqesho. Kungakhathaliseki ubungakanani benkampani yakho, utyalo-mali kuqeqesho lokuthengisa kunye nenkxaso inokuhlawula igalelo ezinkulu kwiinzuzo . Ukuchitha ixesha ngexesha linye kunye nasentsimini kunye neqela lakho lokuthengisa ngeke linike inkxaso kuphela kodwa lugqithise ingqalelo kubaluleka babathengisi kwintlangano yakho.
4. Gxininisa kuLawulo loLawulo lweZentengiso
Abaninzi abaphathi abatsha nabangaphumelelanga baya kugxininisa kulawulo lwemveli lwentengiso ngokusongela okanye ukulawula. Abathengisi abaphezulu abaphezulu bayazi ukuba banekhono elibalulekileyo kwaye baya kuhamba ngokukhawuleza kumncintiswano ukuba baphathwe kakubi. Ulawulo lwentengiso kubambiswano phakathi kwe-rep rep yokuthengisa kunye nomphathi wokuthengisa. Ulawulo lokuthengisa oluphumelelayo ludinga ukwabelana ngokuxanduva lokufumana iingxaki kunye neenjongo zokuthengisa.
Funa isisombululo kunye ne-reps yakho. Yiba yingqobhoko yokubanceda bafezekise iziphumo zabo ezivunyelweneyo.
5. Ukungabikho kokuXanduva lokuThengisa
Kuza kuba namaxesha apho ukuthengiswa kweentengiso kuphelelwa yinto enoba kungakhathaliseki inkxaso kunye noqeqesho abafumanayo. Kulula ukugqithisa ukungabikho kweziphumo kumandla angaphandle njengamakhuphiswano, uqoqosho okanye ukuthengiswa kakubi. Khumbula ukuba impendulo yokuthengisa yayiqeshwe ukuzisa ukuthengisa. Xa kunikwa inkxaso, ukuqeqeshwa kunye nokuthengiswa kweemarike , ukungabikho kweziphumo kusoloko kuthetha ukuba umsebenzi weempendulo.
Ngubani ojongene nokungabikho komsebenzi? Inkqubo yolawulo lwakho lokuthengisa. Ukuba ibhizinisi lakho elincinci linayo ipolisi ecacileyo yokuphendula ingxelo yokuthengisa, uhlala uxanduva lwakho lokuphumeza inkqubo. Ukudala inkcubeko yokuphendula i-sales account will not occur in the night. Lindela ukulahlekelwa ngabasebenzi bokuthengisa.
Ukubuyiswa kweentengiso ezenziwe phantsi kwaye aziyi kwamkeleka uxanduva lwazo malunga neziphumo zabo, ziya kuhamba. Oku kuyinto entle. Inkcubeko yokunika ingxelo yokuthengisa iyamkela kuphela abadlali abaphezulu; nto ibhizinisi lakho lifuna ukuhlala kwiimakethe zokhuphiswano.
Ezinye izinto eziphambili zokulawula ukuthengisa zikhoyo. Kubalulekile ukuba nenkqubo yokunika ingxelo ethembekileyo. U-Alan J. Zell, "I-ambassador of Selling" ivakalelwa kukuba "abaphathi abaninzi abanokuthengisa abanakho inkqubo yeempendulo eziya kubangela ukuba abasebenzi bafumane indlela yokuphendula kumphathi weentengiso ngaphandle kokwesaba ukuhlwaywa okanye ukubizwa ngokuba umkhalazi. "
Ukukhula kwishishini elincinci ngumsebenzi onzima. Umsebenzi wokulawulwa kweentengiso udlalwa ngabanini bamashishini abancinci. Ukuchitha ixesha elifanelekileyo ukugqoka isitya sakho somphathi wezentengiso kuya kunceda ukukhuthaza inkcubeko evuzayo kunye nokwakha iqela lokuthengisa eliphumelelayo ukukhulisa ishishini lakho kumazinga amatsha.
Ehlelwe nguAlyssa Gregory